Built the CRM from zero. Shipped over $6M in marketing-sourced pipeline.
They started with a limited Salesforce setup, low adoption, and no reliable way to tie marketing to revenue. Selkire replaced it with a HubSpot pipeline engine that shipped over $6M in net-new, marketing-sourced pipeline, with an organization-wide rollout and revenue traceable back to channel source. Built from zero, then owned across Marketing, Sales, and Service.
Shipped across tenure
More than doubled in twelve months
Marketing-sourced, year over year
Marketing contribution, year two of rollout
Doubled deals in twelve months.
Marketing-originated deals more than doubled the year Selkire defined the funnel, made MQL and SQL criteria operational, and put pipeline visibility in front of leadership. The team didn't grow, the instrumentation did.
A balanced mix, no single lucky lever.
Conferences led on deal volume, inbound led on pipeline contribution, and webinars plus intent data closed material outcomes. Pipeline that keeps producing when a single channel goes cold.
Every practice line grew, year over year.
Per-practice programs across webinars, list hygiene, content, and events compounded into growth on every line. Practice and client names redacted at the client's request.
- Full HubSpot build replacing a limited Salesforce setup
- Owned the platform across Marketing, Sales, and Service
- Lifecycle stages, MQL / SQL criteria, and lead tracking across every channel
- Dashboards leadership opens every Monday
- Organization-wide rollout — onboarded, trained, and supported
- 600+ email campaigns and automation workflows with sourced pipeline across tenure
- Multi-channel campaigns and programs across email, events, webinars, and partnerships
- Webinar engine across every practice line
- Inbound funnel and website inquiry routing built end-to-end
- Intent-data integration wired into the CRM
- Over $6M in net-new, marketing-sourced pipeline across tenure
- Marketing-sourced deals more than doubled YoY (+115%)
- 51% YoY pipeline growth in a peak year
- Over $2.5M in marketing-sourced pipeline in a single year
- Leadership dashboards reviewed every Monday
Four + years in-house is where Selkire learned to build a revenue system that a VP of Finance will sign off on and a CEO will quote in the board deck.
Next Case Study: Yours
A short call to understand the gaps, the systems behind them, and whether the work belongs in Selkire's hands.
If it's a fit, we go from there.
Prefer email? elizabeth@selkire.com